/ by Don Connelly / Managing the Relationship / 0 comments
Most advisors believe they are good listeners. And many are. After decades of client meetings, market swings, and late-night planning sessions, they have learned to catch the tremor in a voice, the hesitation before a number, the glance that says more than words. They nod at the right moments. They remember the names of children and the dates of retirements. They guide conversations with a competence that feels earned and effortless.
But listening rarely disappears overnight. It fades over time. What begins as authentic engagement gradually shifts to something smoother and more efficient. The very experience that makes advisors valuable, the thousands of conversations that teach them patterns, pitfalls, and probabilities—can also dull their curiosity. We start to see clients not as new stories unfolding in real time but as familiar variations on themes we’ve already mastered.
The danger isn’t that you stop caring. It’s that you start assuming.
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Common Listening Mistakes Advisors Make When They Start Assuming
/ by Don Connelly / Managing the Relationship / 0 comments
Most advisors believe they are good listeners. And many are. After decades of client meetings, market swings, and late-night planning sessions, they have learned to catch the tremor in a voice, the hesitation before a number, the glance that says more than words. They nod at the right moments. They remember the names of children and the dates of retirements. They guide conversations with a competence that feels earned and effortless.
But listening rarely disappears overnight. It fades over time. What begins as authentic engagement gradually shifts to something smoother and more efficient. The very experience that makes advisors valuable, the thousands of conversations that teach them patterns, pitfalls, and probabilities—can also dull their curiosity. We start to see clients not as new stories unfolding in real time but as familiar variations on themes we’ve already mastered.
The danger isn’t that you stop caring. It’s that you start assuming.
Read more
90-Day Client Onboarding Plan: How Financial Advisors Can Set Investment Expectations
/ by Don Connelly / Managing the Relationship / 0 comments
As a financial advisor, you’ve closed the deal and gained a new client. Congratulations — but the real work is just beginning. The first 90 days of a client onboarding are crucial for building trust with new clients. This is when they are paying close attention, assessing your every move, and forming opinions that can last for years. Failing to set investment expectations early on means that even excellent performance won’t prevent disappointment later.
I’ve seen advisors lose clients not because markets tanked, but because expectations weren’t aligned from day one. They wait too long to explain how portfolios behave, leading to misunderstandings that erode trust. A solid financial advisor communication plan in these early months prevents that. Let’s dive into a tactical 90-day client onboarding plan to set investment expectations right and foster loyalty.
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How Financial Advisors Can Adapt Their Approach for Different Client Personality Types
/ by Don Connelly / Managing the Relationship / 0 comments
If there’s one thing that financial advisors must keep top of mind, it’s that no two clients walk into your office with the same mindset. Some want quick answers, others demand every detail, and each expects you to speak their language. As I often tell advisors, “You don’t sell to clients; you build relationships with them,” and relationships are built upon trust.
To build trust and tailor your advice in a way that resonates, you must learn how to tailor your communication style to connect with different client personality types. By adapting your approach, you’ll turn meetings into partnerships and boost your conversion rates.
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